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YDoes not pay to own a chemical, but spends money for the benefits provided by a chemicalZ(2Z d h Z0_ж_ж 8c?"pj  Sells the function of a chemical, including know how on efficiency and risks, adding management services like production management and logistics(2     H h 0޽h ? ̙3380___PPT10.8 V   dV(  d d B    2 d  `<_ж_ж8c?"  amount of produced chemicals 2<   d  `d_ж_ж8c?"   x added value  2 0  d Z8_ж_ж 8c?"   will decline as chemicals volume turns from a factor for earnings ( the more you sell the more you earn ) to a cost driver ( less is more )^(2 9# l    d Z _ж_ж 8c?" *  *can be shared among the involved partners<+(2 `  H d 0޽h ? ̙3380___PPT10.8 0  //+4k/(  x  c $     < ?"Dp 0 >Economy: win-win situation with added value that can be shared?(2? ? 88((18   0t  i   B?̙ ?"H [ Y air pollution     B C=DEFYYY1 j =  @`   B CDE<FF10() AQj  0 $@`ru   BCDE<FFfM1 (8IQyi $@`  BCDEFfM1Qi @`   BCUDEF̙1$$9Qj!) 1$9<ALQ]Ymb}r ,4MUJL@`0 ! 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BC$DEFf1EE!19AxQhbWjGr/u\D$ rYA11AY r$$ $$$D$\u /GWhxzj@`e0&T  / BC DEF331$$QarxhWG/u\D $     rYA1 QJL@`e&8  I     B ̙ 1?"` dproducers of chemicals     B{̙ 1?" `users of chemicals     H{?̙ 1?"  adisposal companies     H{?̙ 1?"   aplant constructors     H4 {?̙ 1?"  arecycling companies     H{?̙ 1?" Z authorities        Hh{?̙ 1?"@ Uothers    3 2 <{ ?"L0  QEnvironment: lower emissions and risks due to higher efficiency of chemicals useR( 2R R 88(( 4  fT{_ж_ж 8c?"J D  Pplayers: 2   H  0޽h ? ̙33___PPT10i.)H!+D=' 1 = @B +  (  x  c $"{  {   07{!T[  \& to fulfil customer needs, e.g. cleaning tasks in industrial applications Customer benefit consists in function, not ownership of the product: Optimum problem solving wanted Offer customer specific solutions: Value from application knowledge 3$! 6F3!   @`  # l_ж_ж 8c?"\ d H  0޽h ? ̙3380___PPT10.l=v\  \(  x  c $t/{`0  {   0tP{P D& 5-10 times as much as their price: users incur lifecycle cost, e.g.storage, handling, risk management, disposal Customer benefit increases due to efficient material flow management: Product & process know-how wanted Offer Management Services: Value added from knowledge transfer wG$33%2 t$3% #  @`  # l_ж_ж 8c?"  H  0޽h ? ̙3380___PPT10.l=vH  H(  x  c $J{`0  {   0g{a\  6& differently in different contexts, depending on process design, equipment, and sequence of operations Customer benefit increases by matching product and process design Integrated Planning wanted Offer Joint Development Activities: Value added from long-term business relations jB3%3.i33A3.   @`  # l_ж_ж 8c?" > H  0޽h ? ̙3380___PPT10.l=v   (   x   c $c{`0  {    0r{MT |& in reward of customer benefit, which is independent of chemicals volume used Willingness to pay increases with quality of outcomes, not input Utility based compensation wanted Offer Payment per unit, e.g. fixed price per parts cleaned Common interest in process efficiency: Value added from co-operative conductPA$3<P32NOA33$3N ?  @`   # l_ж_ж 8c?"| 71 H   0޽h ? ̙3380___PPT10.l=v2  (2(  (x ( c $z{I  {  ( <d]{I }5Why Chemical Leasing can foster trust and efficiency:66 6 h ( C @A(Aligning incentivesHPW  ( <Љ{ g 'Source: Chemical Strategies Partnership((H  H ( 0޽h ? ̙3380___PPT10.l=v  (  x  c ${  { }  <̔{   Important legal requirements: Liability Contracting Waste classification Plant permission Occupational health responsibilty Rcd33r  S  <({ S Important economic requirements: Quantifiable Output Cost improvement in outsourcing Network and service management competencies4!c d  H  0޽h ? ̙3380___PPT10.l=v<  <(  x  c $<{I  {   0p{jY r Customers Business partners (especially traders) Plant constructors (Motivation for co-operative strategy Pro: Extended Customer Basis Con: Co-ordination cost, bad experiences in service remuneration Investors (High investment intensity, esp. with leasing of installations) National / international authorities as potential supporters Internal stakeholders (employees, management, reporting & accounting)mrx2xq!    <ĵ{ }  > H  0޽h ? ̙3380___PPT10.l=v  @(  @ @ B̻{   {  @  f({@@@?? #" `2@  F Cooperation and Business Models in the Chemical Industry based on CL BF( h pFb H @ 0޽h ? ̙3380___PPT10.8 #  "" 8:y"(  xB  BD??"PPxB  BD??" F AP   AP Z  C *AGlschen  NG8HII:?"pY   NG8HII:?"T @ # {gZ2   s *V   <,{@7N ]Producer of chemicals   T V  #  Z2   s *V   6{.c LUser  B  ND8c?"0@NNN?NZ>Z_ 7  H{ ?"6@ NNN?NJ( y'Chemical fulfils product specifications"(0( 2(  (   H{ ?"6@ NNN?N6, _ used chemical"0( 2     N{ 8c?"AP; QModel A(2  fF PA   AP #N   PQ T @ #  Z2  s *V  <({@7N ]Producer of chemicals   T V # ` PZ2  s *V  6\{Dc LUser  N  |    Z2  s * |   <{  )  Zsupplier of plants   B  TD8c?"  H?" 8   H{ ?" p W RSolution (2      N{ 8c?"PA; QModel B(2  L @ !#  qZ2 " s *V # <{@7N ]Producer of chemicals   xL V $# Z2 % s *V & 6H{c[ LUser  L  |  '# Z2 ( s * |  ) <{  )  Zsupplier of plants   xR * B?"aL P[  +# P Z2 , s *P[  - <{1 Wother partners   L 4TQ  .# hZ2 / s *@TP  0 6~4Q U Joint venture  B 1 ZD8c??"BB 2 ND8c?"AB 3 ND8c?" 4 NH~ 8c?"A ; QModel C(2  v 6 3 r~_ж_ж 8c??"k Pa jThe user pays for the benefit of the chemical Material flow is closed Examples: - active carbon - solventsk 2k k  x00J 7 3 rX~_ж_ж 8c??"k P >The user pays for the complete solution Examples: - abrasives? 2? ?  x00 8 3 r|~_ж_ж 8c??"k    A joint venture bunches all interests of partners and generates synergies User has one responsible partner and pays for the complete solution 2   x00r 9 S H~%  ~ H  0޽h ? ̙33___PPT10i.)F+D=' 1 = @B +X:  o9g907x($ 8(  (R2 w( s *` } x( s *,&~"`o' } Recycling and disposal company    $ 2 `( <x,~+ D(2  a( 6.~!Z wProducer of abrasives $  ( T1~ 8c?"A#s; QModel A(2   4( N5~ 8c?" E  QModel C(2  x 8( c $\7~l%<  ~ B :(@ TD8c?"0@NNN?N e B ;( TD8c?"0@NNN?N { ^ <( s 6A   150_8/ ) X2 =( 0̙  A  >( <d:~̙"` @ 9  e Joint venture X2 @( 0V K,v  A( <>~"` 49  :User X2 B( 0` I C( BDB~ / wProducer of abrasives $ X2 D( 0   E( 0F~"` Ow  wProducer of machinery $ B F( TD8c?"0@NNN?NY q7 B G(@ TD8c?"0@NNN?N R@y  H( NpK~? =  c Machinery$ 0( 2   X2 I( 0i  J( 0O~"`wL  Recycling and disposal company    $ B K( TD8c?"0@NNN?NO # & [^ L( s 6A   150_8 Ei " M(  `ZGHt)IԐ8c?I vB N( ND8c?S  O( NV~ ?"6@ NNN?N 8]  L"0 2   P( HlY~ ?"6@`NNN?N s ` 4job can be done at the location of the joint venture$50( 25 X2 S( 0S >  T( B`~x   wProducer of abrasives $ X2 V( 0 c <c  W( <\e~  *D  :User ^ X( s 6A   150_8p] d B Y( TD8c?"0@NNN?N j8 B Z( TD8c?"0@NNN?N  pB [( HD8c? =  ]( Ni~ 8c?"3  QModel B(2  B ^(@ ND?"0@NNN?N =X2 c( 0 4 d( <m~"`M  :User ^ e( s 6A   150_8 ^ i( s 6A   150_8c  j( Nq~ ?"6@ NNN?N  *partial stream for other uses or disposal$+0( 2+ b B k( ND?"0@NNN?Ns!B l( ND?"0@NNN?N p  m(  t0e0e    BCDE F @  5% 8c8c     ?1 d0u0@Ty2 NP'p<'pA)BCD|E||@s " 0e@  `     @ABC DEFGHIJK5%LMNOPQRSTUWYZ[ \]^_ `abN 5%  N 5%  N    5%    !"?N@ABC DEFGHIJK5%LMNOPQRSTUWYZ[ \]^_ `abC:H n( Nx~ ?"6@ NNN?NB Inputs from other users$0( 2 , B o( ND?"0@NNN?NCC p(  t0e0e    BCDE F @  5% 8c8c     ?1 d0u0@Ty2 NP'p<'pA)BCD|E||@s " 0e@  `     @ABC DEFGHIJK5%LMNOPQRSTUWYZ[ \]^_ `abN 5%  N 5%  N    5%    !"?N@ABC DEFGHIJK5%LMNOPQRSTUWYZ[ \]^_ `ab ^ q( s 6A   150_8j Z r( N}~ ?"6@ NNN?NTy   Abrasive/abrasive corn recycled$!0( 2! 6t s( N̂~ ?"6@ NNN?N$bj (Abrasive fulfills product specifications$)0( 2) H t( N~ ?"6@ NNN?N 0Abrasive does not fulfill product specifications$10( 21 lH ( 0޽h ? J(B(M( ̙33___PPT10i.)F+D=' 1 = @B +  @D(  Dx D c $0~0  ~  D 0d~ $For Efficiency: Funnel Competencies >%6 s D 0h~: Optimum Integration of product design process technology logistics equipment personnel training in production and recycling allows for optimal material efficiency (closed loop cycles). JO[      X D 0 H D 0޽h ? ̙3380___PPT10.l=vY  P LY(  L L 0~9 $For Efficiency: Funnel Competencies @%6  L 0H~d ETask allocation according to core competencies Leverage value by strategic partnership with specialists in logistics (JIT) risk management marketing processing1*901(3O     !2 L <~  tContracting Strategies$  X2 L 0  X2 L 0 `P  L 6`~ H F   L s ~0e0e #" 0eI  ~ H L 0޽h ? ̙3380___PPT10.l=v   * " `T(  Tx T c $~0  ~ # T 0~ !For Efficiency: Create Incentives@">  0 T 00~  Profits should correspond to partners contributions reward for efforts to increase process efficiency and for the generation of customer benefits Share earnings within the network according to decisions taken cost incurred risk accepted by each partner$xC0x6c33"3Q     2 T <P~.   sCompensation Concepts$ X2 T 0> 4$ X2 T 0 tn H T 0޽h ? ̙3380___PPT10.l=vI     p\I (  \x \ c $0~0  ~ , \ 0d~ *For Efficiency: Communicate systematically@+>   \ 0$  Profitable co-operation depends on linkage of organisational structures and information flows Develop organisational framework j_#0_!3    2 \ <~   rExternal Coordinator$ X2 \ 0h x X2 \ 0  P 2 \ < @ p ? Joint VentureX2  \ 0 p@ X2  \ 0 ` X2  \ 0 0 X2  \ 0  2  \ <@  P &Focal Company to hub information flows''6 X2 \ 0  X2 \ 0 0 P 2 \ < 00  3?H \ 0޽h ? ̙3380___PPT10.l=v     d (  dx d c $T0   : d 09P &For Trust: Establish rules of the game@' P X d 0X/!0  Common use of resources and know-how calls for rights and deliverables to be clear among partners Develop concepts to handle responsibility je,0e*3   2 d <06   pControl mechanisms$ X2 d 0X x X2 d 0  @ 2 d <;0  [Contract DesignX2  d 0 p0 X2  d 0 `p X2  d 0 0 p X2  d 0  2  d <@P P  tNegotiation Strategies$  X2 d 0p X2 d 0 0 @ 2 d <\F 0  3?H d 0޽h ? ̙3380___PPT10.l=v  wl(  lx l c $K0    l 0$M +For Trust and Efficiency: Share your Vision@,,  l 0S  xStringent action within networks needs clear intentions and plan of actions Communicate concepts to potential partnersLM,M3+3   : l 0&L pF reflecting motivation: show advantages realisation: indicate steps to take adaptation: elaborate implications for industries of concern t j1 0 j    H l 0޽h ? ̙3380___PPT10.l=v   ? 7 t (  tx t c $po0    t 0dp93 +For Trust and Efficiency: Share your Vision>,, 2 t <v j Case Studies  $X2 t 0pX2 t 0@`X2 t 0`0 X2 t 00X2  t 0pPX2  t 022  t <x| c  :Internet Presentations to find new partners and customers;;P    X2  t 0 `X2  t 0@ 0 2 t <؃0  3?2 t <P`  CVision StatementsX2 t 0@  X2 t 0 ` 2 t <ċ0   @Pilot PartnersX2 t 09 3 X2 t 0  Y 2 t <  SY ; Workshops  2 t <Ĕ `  qIndustry Benchmarks$ X2 t 00  X2 t 0pH t 0޽h ? ̙3380___PPT10.l=vb  |b(  | | B     |  fl@@|?? #" `2@  4 Practical Experience in Introducing CL to industry B4( h p4H    H | 0޽h ? ̙3380___PPT10.8    3 +  (    6?"w T Experience 1 2   A  N 8c?" ]Integrate chemical leasing in marketing and network development strategies: Company choices (^ 2M ^ @  Zh_ж_ж 8c?"K0@  NSTEP 1 select appropriate partners for chemical leasing (strategic decision)O(dO O hhJ  Z$_ж_ж 8c?"KP @  XSTEP 2 establish a successful business model in one country and for one type of benefitsY(dY Y hh  Z_ж_ж 8c?"F  STEP 3 adapt business model for further clients adapt business model for further countries adapt business model for further products(0(dU(  hh  T_ж_ж8c?"   T_ж_ж8c?"     Zx_ж_ж8c?"P    Z#H_ж_ж8c?" 8 H  0޽h ? ̙33___PPT10i.)F+D=' 1 = @B +  (    6?"w T Experience 2 2      N 8c?" 3Authorities and federations can support the process4 24 4  F 0F   0f L  Z_ж_ж 8c?"0K@  NSTEP 1 select appropriate partners for chemical leasing (strategic decision)O(dO O hhV  Z_ж_ж 8c?"KP @  XSTEP 2 establish a successful business model in one country and for one type of benefitsY(dY Y hh  Z_ж_ж 8c?"F  STEP 3 adopt business model for further clients adopt business model for further countries adopt business model for further products,0(dU(  hh  T_ж_ж8c?"    T_ж_ж8c?"     Zx_ж_ж8c?" P   Z#H_ж_ж8c?" 8 !   Z_ж_ж 8c?" 0 /support to find partners (information provider)0(d0 0 hh   Z_ж_ж 8c?"   ,support research and development activities-(d- - hh?  Z_ж_ж 8c?"  Msupport the establishment of a public platform to communicate success storiesN(dN N hhB  Z_ж_жG&!8c?"P 0P B  Z_ж_жG&!8c?"P B  Z_ж_жG&!8c?"P p H  0޽h ? ̙33___PPT10i.)F+D=' 1 = @B +      ' (    6d?"w T Experience 3 2      N 8c?" 4Essential partners are suppliers of plants/machinery5 25 5 :  Z_ж_ж 8c?"pp^ Hindividual efforts to realise potentials of chemicals is often difficultI(2I I hh   Z#_ж_ж 8c?"w uChances of chemical leasing(2  hhl  C DA,tauchreinigungsanlage `a ;  Z,_ж_ж 8c?" p} Iindividual efforts to optimise potentials of machinery is often difficultJ(2J J hh   f_ж_ж 8c??"p0J   C "A Fass`   ZH?_ж_ж 8c?"  sbetter use of existing know-how more efficient research and development balance with respect to acces to the client(  2T t&`    xhh    f_ж_ж 8c??" (   ZpG_ж_ж 8c?"P>  2Optimisation potentials of chemicals and machinery3(23 3 hhB    f_ж_жD8c?"@H  0޽h ? ̙33___PPT10i.)F+D=' 1 = @B +  3+""(    6hK?"w T Experience 4 2     NdO 8c?" ?Recycling companies often strengthen a chemical leasing concept@ 2@ @ J  C "A Fass)J  C "A Fass ) L V # k Z2  s *V  <S{? ]Producer of chemicals   F  `    I ` P     Z<[_ж_ж 8c?" `  krecycling company(2  hh6N  }P   C P    B B{ CDE F*{ { @`N*   B BCDE(F2 KKLzLz@`}0{  B BCDE F*KK@`E{  B B C*DE(F2 33  **@`  P  B BCDEF"@`y *  B BCDEF"@` X*  B BCDEF"@`z *  B BCDEF"@` B BCDEF"@`| B BCDEF"@`,^rF P    p;Z2  s *P   6xcivP LUser  J  C "A Fass `   # l_ж_ж1?"    f_ж_ж1?"` ` @  f_ж_ж1?"  `   # l1o_ж_ж1?"P    3 rZ_ж_жG5H 1?" p  3 rZ_ж_жG5H 1?" p     fh_ж_ж 8c?"0  xecological benefits of a recycling concept it is not the intention of chemical leasing to find an exclusion of waste law8+ 2N f y x ! 3 rZ_ж_жG5H 1?"P @ " 3 r_ж_жG5H 1?" x` H  0޽h ? ̙33___PPT10i.)F+D=' 1 = @B +t  (    6v?"w T Experience 5 2   n  NPz 8c?"J Take care of know how protection and don t neglect internal communication!L 2L L   Z~_ж_ж 8c?" #  Communicate the business model to your staff. In many cases they are afraid to give away their competence and to loose their job (what is neither the intention nor the consequence of chemical leasing concepts). Establish clear contracts with your partners on intellectual property rights. Try to find a good balance between necessary protections and communication of know-how. Check pros and cons of models A / B / C"    hhH  0޽h ? ̙33___PPT10i.)F+D=' 1 = @B +3  22CC2(    6?"w T Experience 6 2     NL 8c?" J Don t stick too close to chemicals! Use synergies between internal and external chemical leasing!b 2b b "  Z_ж_ж 8c?"X 0STEP 2: synergy to optimise production processes1(21 1 hh.F  }P  A    B B{ CDE F*{ { @`N*  B BCDE(F2 KKLzLz@`}0{  B BCDE F*KK@`E{   B B C*DE(F2 33  **@`  P   B BCDEF"@`y *   B BCDEF"@` X*   B BCDEF"@`z *   B BCDEF"@` B BCDEF"@`| B BCDEF"@`,^  Z_ж_ж 8c?"    oproducer of abrasives(2  hhL V # `k Z2  s *V  <{? ]Producer of chemicals    Z_ж_жG<8c?"P `   Z_ж_жG<8c?"  @   `_ж_ж 8c?"Q  cUsers in several branches(2  .F  }P  A @S  B B{ CDE F*{ { @`N*  B BCDE(F2 KKLzLz@`}0{  B BCDE F*KK@`E{  B B C*DE(F2 33  **@`  P  B BCDEF"@`y *  B BCDEF"@` X*  B BCDEF"@`z *  B BCDEF"@`  B BCDEF"@`| !B BCDEF"@`,^.F  }P  "A 0C #B B{ CDE F*{ { @`N*  $B BCDE(F2 KKLzLz@`}0{  %B BCDE F*KK@`E{  &B B C*DE(F2 33  **@`  P  'B BCDEF"@`y *  (B BCDEF"@` X*  )B BCDEF"@`z *  *B BCDEF"@` +B BCDEF"@`| ,B BCDEF"@`,^ - Z_ж_жG<8c?" 0X . c 0A   150_80   / ZL_ж_ж 8c?"  sSTEP 1: external activity(2  hh 0 T࿀_ж_ж ?"   jbusiness model A(2  hh 1 Tǀ_ж_ж ?" 0   mbusiness models A,B(2  hh F p  2 p v N `   3 `   4B B{ CDE F*{ { @` 1j [  5B BCyDEF"yy@`' [  6B BCyDEF"yy@`   7B BCDE(F2 KKLzLz@`8 p Q  8B BCDE F*KK@` < Q  9B B C*DE(F2 33  **@`` z  :B BCDEF"@` V   ;B BCDEF"@`9 V  <B BCDEF"@` V   =B BCDEF"@` =  >B BCDEF"@`   ?B BCDEF"@`l   @B BJCDE(F2 OOMMJJOO@` d  AB BECDE(F2 LLMMEELL@`   B  `_ж_ж8c?"p P  C  `_ж_ж8c?"rL b { H  0޽h ? ̙33___PPT10i.)F+D=' 1 = @B +   ''(    6Հ?"w T Experience 7 2     N,ڀ 8c?"J EChemical leasing can be an opportunity for joint research activitiesF 2F F F  @   @T V # p IZ2  s *V  <ހ[? ]Producer of chemicals   T  `  # 9 @    Z_ж_ж 8c?" `  kRecycling company(2  hh6N  }P   C P    B B{ CDE F*{ { @`N*   B BCDE(F2 KKLzLz@`}0{   B BCDE F*KK@`E{  B B C*DE(F2 33  **@`  P  B BCDEF"@`y *  B BCDEF"@` X*  B BCDEF"@`z *  B BCDEF"@` B BCDEF"@`| B BCDEF"@`,^T P  #  Z2  s *P   6RiP LUser  T  |  #  Z2  s * |   <(   ZSupplier of plants  T P[  #  n  Z2  s *P[   <4P WOther partners  2  # l_ж_ж8c?"R)  K+(20     `_ж_ж?"y     fqo&_ж_ж?"`Y !  fZ_ж_ж?" y) "  f_ж_ж?" Y   #  f&_ж_ж?") `  $  f$_ж_ж 8c?"  \network of know how 2  x %  fL_ж_ж 8c?"  ( ^better products and technologies new concepts environmental advantages sustainable development8! 2> _ _ x & C x_ж_ж 8c??"@t '  ft_ж_ж 8c?"MP  ~examples for possible support: 6th EU Framework Programme on Research national programmes (initiatives of Austrian ministries)" d  H  0޽h ? ̙33___PPT10i.)F+D=' 1 = @B +,(  C';'0NN&(  x  c $l `<     0(  9 H0 2 L `0   # 0 Zb  s *`Zb  s *Zb  s *f  6?0`   0`  Z   s * Z   s * P Z   s * Z   s *@p Z  s * Z  s *` Z  s *`0 ` Z  s *0 ` Z  s *@0 p` Z  s *0 ` Z  s * 0 P` Z  s *0 ` J  0p  >Local Centre of Excellence for metal cleaning (joint venture).?0(2/Z X2  0p  X2  0p@ X  00 X @ 00    0`4  bCHEMICAL PRODUCER: holds share in the joint venture gets its money not for the chemical but for the benefit of the chemical is involved in R&D20 2|1 2pxF ppp  @ `  0jJp pR  C "A pero@ Z  s *pP0 pZ   s *` P Z ! s * pppZ " s *0  Z # s *  Z $ s * @Z % s *0 0 Z & s * 0 Z ' s * 0@Z ( s *0  Z ) s *  Z * s * @ Z + s *0 P Z , s * P Z - s * P@ . 0L  bMACHINERY PRODUCER: holds share in the joint venture gets its money not for the machine but for the benefit of the machines is involved in R&D20 2{1 2pxf F 0X( / XX N pPO  0 ` ` 1 0pO ` 2 0p_ PO `b 3B 0P_ `b 4B 0P_ `b 5B 0P_ Z 6 s * `O Z 7 s * O Z 8 s * `O N pPO  9 `@ Q ` : 0pO ` ; 0p_ PO `b <B 0P_ `b =B 0P_ `b >B 0P_ Z ? s * `O Z @ s * O Z A s * `O N pPO  B `  ` C 0pO ` D 0p_ PO `b EB 0P_ `b FB 0P_ `b GB 0P_ Z H s * `O Z I s * O Z J s * `O l K <Ԕ0X( L 0T_   CLIENTS: cleaning at the client or at the centre of excellence do not pay for chemicals do not pay for machinery payment for the benefit: cleaned work piecesN 0(21 2 |    xX M 00 X N@ 00  H  0޽h ? 33___PPT10i.f B+D=' 1 = @B ++  @+(    B\n    U   fo@@?3? #" `2@   Obstacles and Success Factors 2( h p 6  H  0޽h ? ̙3380___PPT10.8   P$J8 E(  8q 8 Ntx 8c?"`P 3Need for co-operation defines chances and obstacles4(243r   L V #8# p IZ2 $8 s *V %8 <[? ]Producer of chemicals   L  `  &8# 9  @  '8 ZЃ_ж_ж 8c?" `  kRecycling company(2  hh6N  }P  (8C P   )8B B{ CDE F*{ { @`N*  *8B BCDE(F2 KKLzLz@`}0{  +8B BCDE F*KK@`E{  ,8B B C*DE(F2 33  **@`  P  -8B BCDEF"@`y *  .8B BCDEF"@` X*  /8B BCDEF"@`z *  08B BCDEF"@` 18B BCDEF"@`| 28B BCDEF"@`,^xL P  38#  Z2 48 s *P  58 6URiP LUser  L  |  68#  Z2 78 s * |  88 <   ZSupplier of plants  L P[  98# n  Z2 :8 s *P[  ;8 <P WOther partners  2 <8 3 r`_ж_ж8c?"R)  K+(20   =8  f_ж_ж?"y  >8 # lqo&_ж_ж?"`Y ?8 # lZ_ж_ж?"y ) @8 # l_ж_ж?"Y   A8 # l&_ж_ж?") `  C8 # l_ж_ж 8c?"f0 `  Qnetwork 2   F8  f_ж_ж 8c?" } 1chances: better products and technologies combined know-how as a specific resource environmental advantages sustainable development^ 2! 2Z  33{{ x| J8  f̥_ж_ж 8c?"} jobstacles: cost of business reorganisation confidentiality quality standards fair allocation of benefits 72 72 7 7d 7 `        00H 8 0޽h ? ̙33___PPT10i.)F+D=' 1 = @B +   `Kl0 (  l0 l 6  .What implementation difficulties are expected?//3^  * $l Ztƃ_ж_ж 8c?")C  confidentiality( 72  80  { %l Zȃ_ж_ж 8c?". intensified know-how exchange needs new rules confidentiality agreements with suppliers required for user information on chemical applications competitiveness problems related to know how sharing and intellectual property 2        H 2l Z_ж_ж 8c?"1    fair allocation of benefits( 722  80  F @ 3l ]- 2 4l Z_ж_ж8c?"@<T  }P  5lC#    6lB B{ CDE F*{ { @`N*  7lB BCDE(F2 KKLzLz@`}0{  8lB BCDE F*KK@`E{  9lB B C*DE(F2 33  **@`  P  :lB BCDEF"@`y *  ;lB BCDEF"@` X*  lB BCDEF"@`| ?lB BCDEF"@`,^VT  }P  @lC#  AlB B{ CDE F*f{ { @`"`N*  BlB BCDE(F2 KKLzLz@`}0{  ClB BCDE F*KK@`E{  DlB B C*DE(F2 33  **@`  P  ElB BCDEF"@`y *  FlB BCDEF"@` X*  GlB BCDEF"@`z *  HlB BCDEF"@` IlB BCDEF"@`| JlB BCDEF"@`,^y Kl Z_ж_ж 8c?"   }enhanced visibility of value contributions communication structures for clear targets and gain-sharing often do not exist yet,~ 2}33       H l 0޽h ? ̙3380___PPT10.:vD4  p p Z_ж_ж 8c?"`P  quality standards( 722  80   p Z _ж_ж 8c?"!  Nshift of responsibility causes need for more and higher internal standards environmental benefits can only be achieved with compliance with standards related to the risk of chemicals ( less is more but less can be more risky! )( 2-*       F @ #p 02 $p Z_ж_ж8c?"@<T  }P  %pC#    &pB B{ CDE F*{ { @`N*  'pB BCDE(F2 KKLzLz@`}0{  (pB BCDE F*KK@`E{  )pB B C*DE(F2 33  **@`  P  *pB BCDEF"@`y *  +pB BCDEF"@` X*  ,pB BCDEF"@`z *  -pB BCDEF"@` .pB BCDEF"@`| /pB BCDEF"@`,^VT  }P  0pC#  1pB B{ CDE F*f{ { @`"`N*  2pB BCDE(F2 KKLzLz@`}0{  3pB BCDE F*KK@`E{  4pB B C*DE(F2 33  **@`  P  5pB BCDEF"@`y *  6pB BCDEF"@` X*  7pB BCDEF"@`z *  8pB BCDEF"@` 9pB BCDEF"@`| :pB BCDEF"@`,^H p 0޽h ? ̙3380___PPT10.:vD#  #(  x  c $$10   k  0D2`P Customer Specific Solutions and Joint Development Activities Avoid cost of unnecessary product features Cut prices Reduce complexity for customers Enable optimisation of material flow Value added Enhanced customer loyalty Barrier to market entry for competitors>{1 B={ C   @`H  0޽h ? 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